Johana Cavalcanti

Blog de Social Media y Marketing Online

El ROI del Social Media. Démosle la vuelta: IOR

July 19, 2010 By: Johana Cavalcanti Category: eMarketing, Impact of Relationship, IOR, Redes Sociales, ROI en Medios Sociales

Originalmente publicado en

Está claro que siempre que hay una inversión en Promoción y Marketing queremos saber el retorno que ha dado en ventas. Y para calcular el ROI (Return of Investment) la fórmula es clara y sencilla:


Solo necesitamos dos variables: Beneficio obtenido e Inversión.
Antes de Internet el cálculo del ROI se daba analizando todo un ciclo de promoción y marketing, pero con la llegada de Internet y la facilidad de monitorización y seguimiento de cada una de las acciones del Marketing Online los clientes (de agencias o de publicaciones online) han empezado a exigir el ROI (Return of Investment) para cada una de las campañas y acciones. Cada banner, cada enlace, cada anuncio en Adwords con su propio código de monitorización y cada uno con su cálculo de ROI.
Internet ha evolucionado hacia un nuevo entorno, los Medios Sociales. Lo que antes era un monólogo, donde las marcas publicitaban sus productos y servicios sin influencia de otros actores, ha pasado a una conversación donde la verdadera Identidad de la Marca es creada entre todos los actores que generan contenidos y conversaciones en torno a ella en la RED.
En este nuevo entorno Social el Marketing ya no es el mismo. La moneda de cambio ya no es la venta directa. El Retorno de la Inversión se da en base a las Relaciones que la Marca construye en los Medios Sociales.

¿Cómo calcular el ROI en un entorno no comercial?

Es imposible insertar un código de monitorización en todas y cada una de las conversaciones que tiene la marca en los Medios Sociales. ¿Cómo aplicar la sencilla fórmula del ROI en un entorno social?
En los Medios Sociales, la variable de Inversión se da en Tiempo, Personas y en algunos casos Herramientas y el Beneficio, la Moneda de Cambio, son las Relaciones y el Impacto de la presencia de la Marca en los Medios Sociales.
La fórmula del ROI ya no puede ser aplicada de la misma manera como en las acciones del Marketing Online Tradicional.

Démosle la vuelta al ROI – IOR – Impact of Relationship

El IOR se basa en cuantificar las acciones y relaciones de la Marca en los Medios Sociales aplicado valores a 4 Variables:

  • Autoridad del Contenido de la Marca
  • Influencia de la Marca en los Medios Sociales
  • Participación de los Seguidores en los Perfiles de la Marca
  • Tráfico generado por el contenido de la marca en los medios hacia la página web de la Marca

Valorar cuantitativamente las acciones nos dará un número haciendo posible comparar y analizar acciones y períodos de tiempo, marcando objetivos numéricos periódicamente.


La autoridad de la Marca está relacionada con las menciones que tienen la marca fuera de sus perfiles de Medios Sociales.
Es la variable de más impacto para el IOR visto que amplifica la presencia de la marca a entornos externos a ella.

  • Ser citado en blogs
  • Ser citados en diarios y publicaciones Online
  • Uso de presentaciones y contenido de la Marca
  • Ser usado como caso de éxito en estudios y conferencias


La Influencia de la Marca se da por la cantidad de seguidores/amigos/suscriptores que tiene la Marca en los Medios Sociales.

  • Fans en Facebook
  • Seguidores en Twitter
  • Suscritores del Blog
  • Suscriptores y amigos del canal de Youtube


La variable participación es toda la interacción entre los seguidores/amigos/fans con la Marca y su contenido. Es seguramente la variable que  más IOR aportará a la Marca si ésta tiene una presencia activa en los Medios.
Es la segunda de menos valor numérico pero seguramente la más importante.

  • Comentarios en el Blog
  • Comentarios y valoración del contenido en Facebook
  • Menciones, retwitts y respuestas en Twitter
  • Comentarios y valoración en Youtube


La variable de tráfico es la de menos valor en el cálculo del IOR pero la más significativa, debido a que hemos conseguido atraer a nuestros seguidores a nuestro entorno comercial.
En la presentación que sigue podéis encontrar cómo valorar cada acción de las 4 Variables y contabilizar el retorno de la Inversión en base a las Relaciones como moneda de cambio.


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